[Hiring] Principal GSI & SI Partnerships @Docker

Role Description

We're looking for a Principal, GSI & SI Partnerships to build and lead Docker's engagement with the world's largest consultancies and systems integrators; Accenture, Deloitte, EY, KPMG, and others, as both a strategic force multiplier for our AI Governance narrative and a tactical revenue engine through co-sell.

This is a dual-altitude role:

• Executive relationship-holder who gets Docker a seat at the table inside GSI AI practices.
• Operator who turns those relationships into pipeline: enabling sales teams, building joint plays, and driving deals to close.

Responsibilities

• GSI Strategy & Executive Engagement
  • Own Docker's global GSI/SI partnership strategy, prioritizing and sequencing engagement across Accenture, Deloitte, EY, KPMG, and other top-tier consultancies.
  • Build and sustain executive-level relationships with GSI AI/GenAI practice leaders.
  • Develop the strategic narrative and business case that positions Docker as the infrastructure and governance layer GSIs need.
  • Represent Docker in executive briefings, QBRs, and joint planning sessions with GSI leadership.
  • Partner with Professional Services and field teams to share service assets and build capabilities.
• Commercial Model & Monetization
  • Design and articulate a clear "how GSIs make money with Docker" story.
  • Build joint solution offerings and packaged plays with GSIs.
  • Negotiate and structure commercial frameworks that align incentives.
• Tactical GTM & Co-Sell Execution
  • Own end-to-end co-sell execution with GSI partners.
  • Partner directly with Docker's field sales organization to identify target accounts.
  • Build the enablement infrastructure that equips both Docker sellers and GSI teams.
  • Establish a consistent cadence of joint pipeline reviews with GSI partners.
• AI Governance Practice Integration
  • Work closely with Product and Product Marketing to translate Docker's AI Governance framework.
  • Identify and prioritize GSI industry verticals and use cases.
  • Partner with GSIs to co-develop points of view, joint IP, and reference architectures.
• Team & Program Leadership
  • Build out the GSI/SI partnership function as it scales.
  • Serve as a member of the Partner Leadership Team.
  • Report on GSI-sourced and GSI-influenced pipeline and revenue.

Qualifications

• 12+ years in partnerships, alliances, or GTM leadership.
• Proven track record of building joint commercial models with GSIs.
• Experience navigating GSI internal structures and practice leadership.
• Familiarity with AI/GenAI transformation programs.
• Background in developer tools, cloud-native infrastructure, or AI/security ecosystems is a strong advantage.

Skills & Competencies

• Executive presence with the credibility to engage GSI practice leaders.
• Dual fluency in strategy and execution.
• Strong commercial and deal-structuring acumen.
• Skilled cross-functional operator.
• Data-driven: comfortable owning pipeline reporting and practice development metrics.
• Excellent narrative and positioning skills.

Leadership & Mindset

• A senior partner leader who has built a GSI/SI function from the ground up.
• Comfortable operating at the intersection of strategic influence and tactical deal execution.
• Global mindset, with the ability to prioritize engagement across GSIs and geographies.
• Genuinely energized by the opportunity to hitch Docker's AI Governance story to the world's largest AI transformation engines.

Key Performance Indicators

• GSI-sourced and GSI-influenced pipeline and revenue growth.
• Number and depth of active joint GTM motions with priority GSIs.
• Executive relationship coverage and engagement depth across target GSI AI practices.
• Joint offering/IP development milestones.
• Field sales adoption and utilization of GSI co-sell enablement and plays.

Compensation & Equity

United States: $203.7K – $291K OTE + equity

Perks & Benefits

• Remote-first by design.
• Flexibility that fits your life.
• Generous PTO, designated quarterly Whaleness Days, and a designated end-of-year Whaleness break.
• Home office support.
• Technology stipend of US$100 net per month.
• Annual stipend for learning & development.
• 16 weeks of paid parental leave after six months of employment.
• Equity for all full-time employees.
• Comprehensive benefits vary by country.
• Docker swag.

Docker is proud to be an equal opportunity employer. We are committed to building a team that reflects a broad range of backgrounds, experiences, and perspectives.